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When Lexmark acquired Perceptive in May of last year, Perceptive's main go-to-market model was a direct sales channel with a select few reseller partners. But for Perceptive, which became a standalone business unit of Lexmark following the acquisition, the exposure to the broader Lexmark channel is getting attention for its ECM software and creating a potential blend of ECM, managed print and other services to which partners now have access.
Scott Coons, Lexmark vice president and the CEO of the Perceptive Software business, said the goal is to ease Lexmark partners into ECM sales.
"There are great traditional resellers that have never been a part of the strategy to represent us," Coons told CRN. "Well, we're changing our strategy and we're excited about it. Our goal is to stay in touch with [Lexmark partners] so that as they're ready to do more with software -- with ECM or even BPM -- we're there and we become their partner of choice. It's not, 'Who can I sign up today' it's we're in it for the long haul and we want to pull in resellers so as their business changes, they come with us."
What's coming next for partners is a greater emphasis on application development. Coons agreed many VARs, along with ISVs, have increasing interest in app dev and the Perceptive platform will be made available to meet those opportunities.
"There is good stuff out there," Coons said. "Normally I would have said we'd thought of every way to bend and twist our software, but I've seen some stuff that is just incredible."